# Enterprise Procurement Risk Memo

## Situation
The buyer entered procurement for annual renewal and asked for a bundled proposal that combines platform licensing, implementation support, and SLA uplift.
Legal requested two rounds of redlines and now requires explicit language for data residency, deletion timelines, and subprocessors.
Security asked for the full questionnaire, pen-test summary, SOC evidence package, and a named escalation owner for incident response coordination.
Finance requested price hold terms through quarter close and requires a clean net amount with no conditional side letters.

## Current Friction
The commercial owner reports that each team is operating on a different timeline.
Procurement prefers a single consolidated response packet, but legal and security are still updating separate drafts.
The buyer champion is supportive but cannot route final approval until the redline and security sections are complete.
Two approvers are out next week, which introduces a calendar risk for final signoff.

## Evidence From Recent Calls
- Buyer said the risk is not product fit, it is internal process load.
- Procurement requested one owner for all responses to avoid thread drift.
- Legal asked for an explicit breach notification interval in the MSA.
- Security flagged third-party dependency disclosure as incomplete.
- Finance asked for forecast certainty before they release PO authority.

## Operational Notes
1. The account team should treat this as a coordination problem, not a persuasion problem.
2. Every open item needs owner, due date, and blocking dependency.
3. Replies should be centralized in one tracker to avoid inconsistent statements.
4. Escalation should happen early when legal language depends on security attestations.
5. The champion should get a concise status summary after each workday.

## Risk Register
- **Timeline risk:** medium-high due to calendar compression and approver availability.
- **Compliance risk:** medium due to unresolved security questionnaire fields.
- **Commercial risk:** medium because procurement is requesting fixed pricing through quarter end.
- **Execution risk:** high if response ownership remains fragmented across teams.

## Recommended Plan
Create a single response packet and assign one coordinator.
Pre-fill all known legal and security answers from existing templates.
Schedule a thirty-minute cross-functional triage with legal, security, and sales operations.
Lock a daily cutoff time for updates and send one canonical status note to stakeholders.
Escalate unresolved blockers to leadership forty-eight hours before target sign date.

## Success Criteria
- Security questionnaire submitted with no unresolved critical fields.
- Redline package accepted or narrowed to non-blocking items.
- Pricing terms approved by finance for the requested window.
- Purchase order process initiated before the internal close date.
- Owner confirms all blocker tickets are either resolved or explicitly waived.

